Zone Sales Manager

The Zone Sales Manager at Campbell Soup Company leads a team of Market Development Leaders to drive distribution, sales, merchandising and promotional results through the Independent Distributor Partners network and local warehouse logistics. This remote role oversees more than $100 million in revenue across Campbell Snacks brands, coordinating with IDPs, retailers and internal teams to optimize execution and growth.

Responsibilities

• Proactively manage and update the overall business plan to meet Campbell Snacks objectives.
• Develop 60, 90, and 180 day business plans across retailers and multiple geographies to support executional excellence and share growth.
• Communicate targets for distribution, merchandising and promotional execution.
• Secure retail space for new items and points of interruption with key retail decision makers through partnership with IDPs.
• Forge and develop strong relationships with key retail decision makers.
• Assess retailers’ competitive position and align strategies with Campbell Snacks goals to identify win win opportunities.
• Track and evaluate competitive threats and set strategic gap closure plans to win.
• Design and forecast quarterly business plans to meet metrics across the portfolio and deliver the retailer plan.
• Design go to market strategies with IDPs and use analytics to inform base products, innovation and marketing activation.
• Conduct retailer specific analyses across the portfolio to identify opportunities and provide recommendations.
• Provide insights and collaborate with internal retail teams for continuous improvement and better execution.
• Communicate retail execution goals and monitor MDL performance to achieve business strategies.
• Lead retail development within the assigned area with an emphasis on compression selling through IDP partnerships.
• Penetrate and establish retail relationships with senior management to advance compression selling via IDPs.
• Cultivate quality joint business engagements and participate in optional quarterly IDP business meetings as needed.
• Leverage syndicated and retailer data to discuss snacks trends, drivers, and growth opportunities.
• Develop growth strategies to support route infrastructure and align with local Business Development Managers.
• Improve route viability and reduce turnover to support IDP engagement.
• Recommend potential IDPs for open routes as future partners.
• Collaborate with internal Sales Operations to design route infrastructure strategy and communicate opportunities to IDPs.
• Coach and influence internal teams to build strong relationships with IDPs.
• Understand IDP contracts and the independent distributor partner model.
• Review weekly MDL deployment plans to improve execution, IDP engagement, and retailer visibility.
• Collaborate with Sales Operations to enhance market efficiency and growth.
• Support other functions on assigned categories, including new product development and brand marketing.
• Track monthly forecasts to maximize supply chain efficiency and flag risks related to shipments, consumption and inventory.
• Use performance management plans to develop MDLs and foster a strong team culture.
• Conduct MDL team meetings to share best practices and deployment plans.

Technologies

• iPad

Job Complexity / Scope

• Engage with retailers, IDPs and other external stakeholders while navigating a complex route-to-market and distributor model.
• Assess market needs and deploy resources to address business issues and opportunities.
• Utilize iPad-based business applications for up-to-date market trends and performance data.
• Train, coach and develop new MDLs on processes and best practices.
• Identify and implement growth strategies for infrastructure opportunities and route networks.
• Aim to deliver gross revenue targets, share growth and execution excellence metrics.
• Achieve ACV display gains in key accounts and regions.
• Establish strong selling relationships with retailers and regional leaders of top accounts.
• Ensure the MDL team collaborates with IDPs to maximize growth potential.
• Build and develop a high-performing MDL team and align on goals through periodic strategy sessions.
• Mentor MDLs for personal development and career progression; address performance gaps as needed.
• Engage cross-functionally with retailer, sales strategy, operations, supply chain, plant operations and depot management teams.

Must Have

• Bachelor’s degree preferred, but not required
• With Bachelor’s degree, minimum 5 years of CPG or DSD sales experience required
• Without Bachelor’s degree, minimum 10 years of CPG or DSD sales experience required
• Minimum 2 years managing and influencing sales teams

Nice to Have

• 7+ years of CPG and DSD experience
• DSD route to market experience
• Master’s Degree

Compensation and Benefits

The target base salary range for this full-time role is $108,000–$148,500 per year. Individual base pay depends on work location and factors such as experience, skills and education. Total pay may include other forms of compensation. In addition, Campbell Soup Company offers competitive health, dental, 401(k) and wellness benefits beginning on the first day of employment.

Benefits

• Medical, dental, short- and long-term disability, AD&D, and life insurance
• 401(k) match with immediate vesting
• Unlimited sick time, paid time off and holiday pay
• Fitness center access (WHQ)
• On-site daycare (Bright Horizons) and company store
• Campbell’s Cares program matches employee donations and/or volunteer activity up to $1,500 annually
• Employee Resource Groups (ERGs)